sales management
How to make sales investments add up to more
Dear Company Leader,
I see you. You’re frustrated by your sales organization. By its lack of growth. The missed forecasts. Failing to meet targets.
Your sales leaders send people to training, and nothing gets better. They invest in new tools, but the problems remain. You pour tons of investment into strategic consulting and big, fancy new initiatives, only to have them peter out and yield nothing or less than nothing.
The most successful negotiation is the negotiation that isn't needed
The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling?
How to harness cognitive bias to win more sales
“I like the sound of your solution, but I’ve already spent a lot of money with this vendor, so we’re going to keep trying to make it work.”
“You seem to have built an impressive solution, but we really put a lot into our in-house solution, and even though it’s not working right now, we like it, so we’re going to keep building on it.”
Buying patterns: what are they, and how to influence them
I coined the term Buying Patterns decades ago to explain the route people take to becoming buyers: Buying Patterns: the sequence of 13 steps people take between discovering a problem and choosing/buying a solution as they seek to resolve a problem in a way that minimizes disruption to their culture.
How to get better results out of AI for your sales team
Artificial Intelligence (AI) is all the rage in sales right now. But in my conversations with sales leaders, I’ve learned that AI is rarely delivering what it promises to sales organizations operating in a complex b2b environment.
Time Available For Selling
Without a doubt, sales people have a lot of things that distract them from being engaged with customers. The majority is probably imposed by their companies, a lot is self imposed (read avoidance and excuses).
